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How To Increase Your Company’s Sales

How To Increase Your Company’s Sales

There are several fundamental principles that will always help a business increase their sales, for little to no extra costs. After all, selling is a human endeavor and there is a lot of improvement that can occur at the conceptual/psychological level. Here are some...

Sales Performance Management – A Cornerstone of Your Business

Sales Performance Management – A Cornerstone of Your Business

Sales performance management, or SPM, refers to the approach that incorporates techniques and methods for hiring, managing and incentivizing the sales team of a company in order to reach peak performance. It should come as no surprise that companies that implement SPM...

Sales Productivity Software and B2B Clients

Sales Productivity Software and B2B Clients

Today, industries across the world are being transformed by the use of data, particularly by the use of data in predictive analytics. Predictive analysis has wide application in business, from finance to marketing and risk management, with one of the most widely-used...

Some of the Benefits of Predictive Sales Software

Some of the Benefits of Predictive Sales Software

Does Your Team Need Predictive Sales Software? Predictive analysis can be used to comb through mountains of data to uncover trends and insights, and subsequently improve business processes. When applied to the sales department, it is used to eliminate as much...

Funnelocity℠ is Moneyball for Sales Management

Sales managers are human. They rely on monthly data, past experience, gut instinct and tribal wisdom to process information and make decisions. So, what's the problem with their intuitive-based thinking?  Well, sometimes it works and sometimes it doesn’t. In Michael...

Sales Leadership – Getting Personal

Sales Leadership – Getting Personal

Over the past few posts, I have been discussing my philosophy of sales management I call the Principles of Sales Leadership. Just to recap, in my first post, I talked about the principles of Teamwork and Trust and having a Sense of Urgency, which to me means treating...

Territory Ownership

Territory Ownership

In my last post, I talked about my Principles of Sales Leadership  – foundation concepts that define my philosophy about how to be an effective sales leader. When Funnel Metrics works with leadership teams, we assess the dynamics of the team to determine if these...

Teamwork, Trust & Urgency

Teamwork, Trust & Urgency

As we have launched our new business, Funnel Metrics, colleagues and friends have been very complementary of the name we selected for our business.  A friend commented that he likes the name because it says what it does.  That is partly true. We do focus heavily on...

The “Metrics” in Funnel Metrics

Many elements of Sales Management seem obvious when you as a Sales leader manage your team. One of these is the concept of funnel versus pipeline.  What’s the difference?  Although it’s a subtle difference, it’s a fundamental principle of forecasting that is often...